Business Development Director - Arrow Global Supply Chain Services

Position Overview

• Location Type:
• Job Type: Full time
• Position: Business Development Director - Arrow Global Supply Chain Services

Arrow Global Supply Chain Services offers a compelling suite of supply chain services to clients to optimize, bring back control, and streamline their flow of goods. Supply-Chain-as-a-Service is an entire suite of capabilities brought together and served to customers as a customized solution. Arrow GSCS has built an unparalleled competency by managing the world’s largest electronics supply chain for 85 years.

The Business Development Director will lead account management and business development initiatives for some of the world’s largest electronic OEM and Supplier companies across key industries, such as; Cloud Computing, Server OEM, Semiconductor, and Healthcare. Reporting into the Director of Sales, Americas, this person will grow profit and maximize margins by selling value-added, long-term solutions, including the ability to “go wide” within complex organizations.

Responsibilities

• Establish a funnel of opportunities both with the customer themselves and/or suppliers that are servicing this customer and looking for optimization of flow of goods.
• Articulate the status of opportunities at all times and identify the size and scope of opportunities.
• Have a thorough understanding of the client’s needs, client’s design and production partners, and the client’s decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis.
• Lead a strategic account planning process that develops and manages mutual performance objectives, financial targets, and critical milestones.
• Grow profitably by selling value-added, long-term solutions, including the ability to “go wide” and sell high within the client’s organization.
• Direct cross-functional Arrow personnel, including sales support, operations, and management resources, to meet account objectives and client’s (whether OEM customer or supplier as client) expectations.
• Deliver compelling value-based proposals to C-level/senior management decision makers selling Arrow’s value proposition and vast capabilities in global supply chain services.
• Utilize relationships within the distribution/Rep/supplier community to grow sales and profits within assigned account(s).
• Build strong relationships with suppliers’ account managers to best service the OEM client(s).
• Develop relationships with key personnel in sourcing, marketing, product development, manufacturing, purchasing, and engineering at the client(s) to uncover additional opportunities to service the client(s) and referenced suppliers.
• Plan, manage, and oversee all RFQs, including the delivery of proposals to clients.
• Ensure that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures.
• Directly participate in the review and negotiation of significant contracts.
• Have an in-depth, comprehensive understanding of Arrow’s market share at the account, the top competitor’s market share in the account, and can identify the type of business each competitor is supporting and why.
• Execute account strategies to meet or exceed annual and quarterly targets, along with major business objectives.
• Clearly articulate (and escalate real-time, as needed) client(s) needs and objectives, along with industry supply chain trends to Arrow leadership.

Requirements

• Bachelor’s degree in Engineering, Business, Finance, Supply Chain, or equivalents.
• 10-12 years’ experience of Tier 1 and OEM Strategic Account Sales experience in semiconductor, logistics, software, supply chain services, or related industries developing complex and compelling solutions.
• Demonstrated experience selling into Top 100 global companies is required.
• Thorough knowledge of the electronic components distribution and global supply chain industry.

Application Instructions